Category Archives: SME

Are you a good Influencer? Rate yourself by answering the following questions. You may refer to the notes at the end of this blog to facilitate your answers. Which of the following do you do to ensure that you develop Persuasive skills in yourself? Sit on the customers mind like a bee on flower Stick…

It has been seen that CEOs either totally ignore the function of Sales Management or take it so seriously that they hardly are left with any time to cater to other functions of management. The CEO, especially in a Small and Medium Enterprise (SME), is expected to perform the following function of Sales: Establish proof…

In Small and Medium Enterprises, in the course of succession planning, when the next generation is in the process of taking over from “Mom/ Dad” it is very important that the same is planned in a very professional manner. If you are going through this phase in life, please answer the following questions to assess…

SME Owners who resort to Channel of Distributor for sales and distribution of their products very often end up choosing the wrong kind of channel partners and getting stuck up in their business expansion plans. What should we look for in a good channel partner? Beat , Routes and Journey Cycle should be well defined.…

In Small and Medium Enterprises(SME) the CEO often dons the function of Sales Management as well. In the course of my consulting services, I have often found that the CEO restricts himself to Primary Sales and expects the Secondary and Tertiary Sales to happen on their own. Following is the checklist for SME CEO to…

1. Define your TG (Target Group) as clearly as possible in terms of Income graphics, Demographics, Psychographics & Firmographics . 2. Demand Forecasting and Target Setting is a scientific process and should not be done under an euphoric outburst. 3. Tactical planning and Strategic thinking cannot be done by sit ting in offices. Data obtained…

Differentiate or Die Leverage on your weakness. Challenge your customer with your proposal Learn to say NO and move on to the right prospect rather than wasting time with the wrong contact. Become your Brand Ambassador Think like an Entrepreneur. Be Frugal with your time and resources. No from Customer does not mean so always.…

This blog is written with a very specific reference to professionals who delve in entrepreneurship, business development, selling and growth. The best time of the day to brood over challenges, issues and bottlenecks is just before going to bed in the night. One might argue that leave your problems in office and meditate before sleeping,…

What is so great about Shivaji Maharaj? He practiced the art of Guerrilla Warfare. This was possible due to the in depth of knowledge of topography from where he operated. He knew every canal, ditch, cave, hillock and mountain of Sahyadri Hills. He would drop a bomb on advancing enemy from a hillock and vanish…

The salespersons approach towards “Customer” depends on what you do with the customer between two consecutive sale made to the customer. Normally , it is the service engineer who often surfaces between two sales either for preventive or reactive maintenance. What possibly can be the agenda of the salesperson for such meetings? What is the…